Bizcast: Charles H. Green on his book, “The Trusted Advisor”, in conversation with Subhanjan Sarkar

Charles H. Green is an author, speaker and world expert on trust-based relationships and sales in complex businesses. Founder and CEO of Trusted Advisor Associates, he is the author of the critically acclaimed Trust-based Selling, and co-author of the classic The Trusted Advisor and its practical follow-up – The Trusted Advisor Fieldbook, a comprehensive toolkit for leading with trust. Charles works with complex organisations to improve internal trust within and between organisations and trusted advisor relationships with external clients and customers. Charles H. Green Charles spent 20 years in management consulting before founding Trusted Advisor Associates in 1997. He majored in philosophy at Columbia and has an MBA from Harvard. A widely sought-after speaker, he has published articles in Harvard Business Review, Directorship Magazine, Management Consulting News, CPA Journal, BusinessWeek, Forbes.com, and Investments and Wealth Monitor. Charles has worked with over 100 companies to develop trust-based leadership and sales. Included in his portfolio of clients are blue-chip companies such as PWC, Prudential, Cisco, American Express, Intel, Deloitte, Accenture, Ernst & Young, HP, Shell, UBS and Oracle. The Trusted Advisor In this episode, Charles H. Green talks about his book “The Trusted Advisor”, which he co-authored with David H. Maister and Robert Galford. The book lays out what trust is, and the kind of people we are likely to trust. Charles explains that most of us are likely to have a very few trusted advisors- in fact, they are possibly in the single-digit count. These are people from whom we are likely to take advice. Charles explains how we are likely to gain trust and the process of gaining trust. While there are several important factors and a few frameworks, Charles believes that the single most important advice he can give is to listen intently to people whose trust we wish to gain and make them feel heard. The only way to gain trust is to trust the other person. Charles discusses other aspects of business, such as getting hired or Cross-Selling, and how trust affects these. He discusses an equation that measures how people can assess their trustworthiness, based on factors such as credibility, reliability, and intimacy.  Run time – 01:01:05 mins. Links for Subhanjan  [email protected]  https://www.linkedin.com/in/subhanjansarkar